Markus Weinmann

Markus Weinmann
University of Cologne | UOC · Department of Business Information Sciences

Professor

About

38
Publications
73,444
Reads
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824
Citations
Citations since 2016
25 Research Items
805 Citations
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Introduction
I'm a Professor of Business Analytics at the University of Cologne. My research concerns opportunities and challenges of the digital economy. It has been published in leading journals (e.g., Management Science, Marketing Science, and MIS Quarterly), won prestigious awards (e.g., European Research Paper of the Year), and has been featured by premier media outlets (e.g., The Wall Street Journal).

Publications

Publications (38)
Article
Full-text available
Experiencing negative emotion during system use can adversely influence important user behaviors, including purchasing decisions, technology use, and customer loyalty. Assessing negative emotion, however, can be challenging, especially in live Internet settings. We utilize attentional control theory to explain how mouse cursor movements can be a re...
Article
Full-text available
Association football is a popular sport, but it is also a big business. From a managerial perspective, the most important decisions that team managers make concern player transfers, so issues related to player valuation, especially the determination of transfer fees and market values, are of major concern. Market values can be understood as estimat...
Article
Full-text available
People’s decisions are influenced by the decision environment. In fact, no choice is made in a vacuum, as there is no neutral way to present choices. Presenting choices in certain ways—even if this happens unintendedly— can thus “nudge” people and change their behavior in predictable ways. “Nudging” is a concept from behavioral economics that descr...
Conference Paper
Full-text available
Rewards are one of the key mechanisms in crowdfunding, but we know little about how they influence fundraising success. This research-in-progress takes a behavioral-science perspective on crowdfunding and explores how to design reward menus to increase the chances of reaching funding targets. We show that backers’ preferences can be influenced with...
Article
Full-text available
Trace data--users' digital records when interacting with technology--can reveal their cognitive dynamics when making decisions on websites in real time. Here, we present a trace-data method--analyzing movements captured via a computer mouse--to assess potential fraud when filling out an online form. In contrast to incumbent fraud-detection methods,...
Article
Full-text available
Crowdfunding has reached enormous popularity among entrepreneurs, yet many struggle to fund their projects. For example, only 39.8% of all Kickstarter projects get funded. Why? Entrepreneurs need to set a predefined funding goal, which needs to be reached to get the project funded. If not reached, they do not get the money. To reach the funding goa...
Article
Full-text available
Open scholarship has transformed research, and introduced a host of new terms in the lexicon of researchers. The ‘Framework for Open and Reproducible Research Teaching’ (FORRT) community presents a crowdsourced glossary of open scholarship terms to facilitate education and effective communication between experts and newcomers.
Article
Full-text available
The success, if not survival, of service businesses depends on their ability to satisfy their customers. Yet, businesses often recognize slumping customer satisfaction too late and ultimately fail. To prevent this, marketers require early warning tools. In this paper, we build upon online ratings as a direct measure of customer satisfaction and, ba...
Article
Full-text available
Human resource professionals increasingly enhance their assessment tools with game elements—a process typically referred to as “gamification”—to make them more interesting and engaging for candidates, and they design and use “serious games” that can support skill assessment and development. However, commercial, off-the-shelf video games are not or...
Article
Full-text available
At the core of reward-based crowdfunding (RBC) is the reward menu. Carefully-constructed reward menus can impact fundraising success significantly. An oft-discussed approach to influencing purchasing decisions is introducing an irrelevant option into a consumer’s choice set—a decoy option—making another, often more valuable option more attractive....
Preprint
Full-text available
In recent years, reward-based crowdfunding (RBC) has emerged as a significant source of alternative funding for entrepreneurs. Although a variety of campaign-success factors have been examined in great detail, a significant aspect of RBC-the reward menu, which is arguably at the core of RBC-has barely been studied in the literature. We examine if t...
Article
Full-text available
Scholars generally assume that consumer ratings reflect consumer satisfaction, but ratings can be influenced by the design of the rating system. We examine two rating designs—single-dimensional rating systems, which elicit overall ratings only, and multidimensional (MD) rating systems, which elicit both dimensional and overall ratings—and how they...
Conference Paper
Full-text available
Crowdfunding offers an innovative approach to financing projects by facilitating many individuals and organizations to contribute, often small amounts, to these projects. In the context of donation-based crowdfunding, we study how social distance affects average donations. Drawing on construal level theory, we argue that project images featuring hu...
Article
Full-text available
Decisions are influenced by the environment in which the choices are presented. In fact, no choice is made in a vacuum, as there is no neutral way to present choices. Presenting choices in certain ways, even unintentionally, can "nudge" people to change their behavior in predictable ways. "Nudging" is a concept from behavioral economics that descri...
Chapter
Full-text available
"Digital nudging is the use of user-interface design elements to guide people’s behavior in digital choice environments." [Weinmann, Schneider, und vom Brocke 2016] Unter dem Begriff "Digital Nudging" werden Erkenntnisse des „Nudging“ auf Handlungskontexte in digitalen Umgebungen übertragen. “Nudging” (deutsch: anstupsen) ist die aktive Gestaltung...
Conference Paper
Full-text available
Crowdfunding websites, such as Kickstarter and Indiegogo, allow project creators to offer rewards in limited numbers, but research has paid little attention to how these rewards influence backers’ choices and, therefore, funding success. This research-in-progress presents preliminary results from an ongoing research project that explores the useful...
Chapter
Online reviews, often considered more credible and less biased than marketing information, have become an important aspect of making purchase decisions. Yet, online star ratings can be affected by reviewers’ heuristic evaluations, potentially leading to suboptimal purchase decisions. For example, star ratings may be biased due to the availability h...
Conference Paper
Full-text available
Crowdfunding has become an important research area, but we know little about how rewards influence fundraising success. This research-in-progress studies reward-based crowdfunding through a behavioral-economics lens. We draw on dual-process theory and provide preliminary evidence for the middle-option bias in crowdfunding. Two empirical studies in...
Conference Paper
Civilization is a popular series of turn-based strategy video games. The game is broad, so it confronts players with high complexity. Dealing with this complexity requires good analytical skills, but interpersonal skills are likewise important. These and similar skills are also relevant in the job market, especially for managerial positions, so the...
Chapter
User-generated online reviews are an important input into purchase decisions, but are susceptible to cognitive biases, which ultimately undermine the reviews’ value. As even minor changes to the design of online environments (such as Web pages) can influence people’s behavior, design modifications to online review forms could help reduce biases. We...
Conference Paper
The completion of online forms is the catalyst for many business and governmental processes. However, providing fraudulent information in such forms is pervasive, resulting in costly consequences for organizations and society. Furthermore, detecting fraudulent responses in online forms is often very difficult, time consuming, and expensive. This re...
Conference Paper
Full-text available
Web personalization has become an important way to provide individualized user experiences. As a fragmented use of the term “Web personalization” and a lack of a common framework potentially hinder the establishment of a cumulative body of research, we develop a taxonomy of Web personalization. Bringing together research from information systems, c...
Conference Paper
Full-text available
Automatic emotion recognition through computers offers a lot of advantages, as the interaction between human and computers can be improved. For example, it is possible to be responsive to anger or frustration of customers automatically while working with a webpage. Mouse cursor movements and keystroke dynamics were already used and examined for suc...
Conference Paper
Given people’s differences in preferences, personalities, or demographic factors, building user- adaptive systems can aid in providing each individual user with the interface that helps to best achieve the desired outcome. For example, online retailers now have the possibility to offer customized Web sites to individual customers, so as to meet eac...
Conference Paper
Behavioral research in information systems is testing increasingly complex models using increasingly sophisticated statistical methodologies. However, at the same time, the inputs into these models are often unobservable constructs, and are subject to biases such as social desirability or demand effects. Recently, IS researchers have turned to the...
Conference Paper
Studien zu geschlechterspezifischem Verhalten in realen Shop-Umgebungen kommen zum Ergebnis, dass Frauen gerne und lange einkaufen, während Männer dabei eher negative Emotionen verspüren. Auf Basis der „Selectivity Model“-Theorie, die besagt, dass Frauen umfassende Informationssammlerinnen („comprehensive processors“) und Männer heuristische Inform...
Conference Paper
Full-text available
Using a dynamic forecasting approach on basis of a NARX neural network, the possibility of forecasting the day ahead spot price movement of natural gas in the market area of NetConnect Germany is examined. For this purpose, several trader interviews brought together potential influence factors such as temperature, cross-border flows or storage with...
Conference Paper
Product configuration systems are useful instruments of individualization in the field of mass customization. Recent studies have shown that the two factors Expertise and the Motivation to process information have a significant influence on the preference of configurators. In this paper we consider the influence of those two factors on the fit of t...
Conference Paper
Produktkonfiguratoren dienen als Individualisierungsinstrument der Mass Customization. Es konnte von einigen Autoren gezeigt werden, dass die Expertise des Kunden einen maßgeblichen Einfluss auf die Präferenz bei Produktkonfiguratoren hat. So bevorzugen Experten Konfiguratoren mit der Möglichkeit Details zu spezifizieren (Parameterorientierung), wo...

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Projects

Projects (2)
Project
This project concerns how people judge and decide in online environments.
Archived project
Considerable research in the academic discipline of Information Systems (IS) has been dedicated to the "gamification" of information technology -- the use of game-design elements like badges and leaderboards to increase user engagement -- and to serious games, that is, educational games that do not have entertainment as a primary purpose. However, only a few researchers have considered "conventional" video games in their studies. While recent studies have confirmed that being adept at video games can be an indicator of skills and abilities beyond those required for gaming, our understanding of whether and how video games can be used for skill assessment and development remains incomplete. To contribute to filling this gap, this research project seeks to identify the managerial skills and abilities that can be measured and developed with the help of video games; to understand the game mechanisms that facilitate skill assessment and development; and to develop theory on how to design video games that can support personnel selection and training.